Sales Force Effectiveness Analyst, null

il y a 2 semaines

Bruxelles, Région de Bruxelles, Belgique TN Belgium Temps plein

Within the Commercial Operations Department / the Data & Commercial Excellence team, in support of the business within the Organon Mid Europe cluster (France, Belgium, Luxembourg and Switzerland), the Sales Force Effectiveness Analyst feeds the business strategy, co-constructs sales forecasts and maximizes the impact of the sales forces through the management of the Sales Incentive Plan-system.

Thanks to the knowledge of the business and the ability to integrate, and analyze all sources of information (sales data, ad hoc or industry studies, etc...), and the ability to formulate recommendations, the Analyst is a strategic partner recognized by Marketing and Sales.

In collaboration with the Data and Performance Analyst, the Sales Force Effectiveness Analyst develops recommendations to support strategic ambitions and impacts performance.

The Analyst embodies the Organon culture based on an entrepreneurial mindset, rigor and audacity to work in close collaboration with all the functions of the Commercial Operations Department as well as transversally with Marketing and Sales but also all directions.

Responsibilities

  1. In collaboration with Marketing and Sales, build the segmentation and targeting strategy to strengthen customer knowledge and thus enable the personalization of customer engagement:

    1. Define the relevant criteria on which to base customer segmentation: business potential, behavioral profile vs. marketing messages, etc. in connection with Marketing and Customer Engagement Manager.

    2. Coordinate with the CRM Admin the entry / visualization of the segmentation.

    3. Manage segmentation/targeting exercises with Sales and the CRM Administration.

  2. The Sales Force Effectiveness Analyst is also responsible for feeding the strategy of the organization and the Marketing teams via the management of market studies:

    1. Develop the annual study plan and its variations by therapeutic areas/geographies, if applicable.

    2. Advise on the relevance and feasibility of market studies.

    3. Challenge methodologies and results with service providers.

    4. Negotiate the budget envelope.

    5. Ensure the completion of studies within the stipulated deadlines.

    6. Coordinate with the Global and Cluster Marketing teams the centralized studies carried out on the markets for which he/she is responsible.

  3. Responsible for the implementation of the study plan, assuring that study results are transformed into actionable insights.

  4. Work with the Finance and Marketing teams to develop sales forecasts:

    1. Develop forecasting models adapted to the specific features of the products in the portfolio and the Cluster's geographies.

    2. Gather and analyze relevant data to support reflection on market trends, in conjunction with the Data and Performance Analyst.

    3. Challenge Marketing teams on their product growth/market share evolution assumptions.

  5. Responsible for developing and implementing differentiated SIP programs to help field teams meet and exceed their sales targets.

  6. Responsible for the end-to-end SIP process for all eligible employees:

    1. Define and recommend bonus schemes adapted to each team.

    2. Steer the process of defining sales force objectives, both quantitative and qualitative.

    3. Guarantee the operational process:

      1. Coordinate interactions with all business contacts for the selection and validation of indicators used to calculate bonuses (quantity and quality).

      2. Manage the service provider responsible for calculating and distributing pay outs.

      3. Guarantee the reliability of bonus calculations.

    4. Audit regularly the performance and expected results of variable compensation plans.

    5. Main contact for all bodies dealing with questions relating to field bonuses (e.g. work councils, etc...).

Required Education, Experience, and Skills

  1. Advanced degree in Science, Engineering, and / or Economics.

  2. Experience of 3 to 5 years as an Analyst / Sales Force Effectiveness position.

  3. Knowledge of distribution networks and pharmaceutical markets in France / Belgium / Switzerland.

  4. Strong analytical skills with the ability to transform data into actionable information.

  5. Ability to construct, present and communicate recommendations in an impactful manner.

  6. Ability to communicate technical concepts to a large audience.

  7. Business acumen.

  8. Good interpersonal skills.

  9. Rigor / Reliability and commitment Project management.

  10. Pragmatic.

  11. Computer skills: Office software (Excel Advanced, Access, etc.) Business software.

  12. Knowledge of Pharmaceutical industry databases and variable compensation logic.

Preferred Education, Experience, and Skills

  1. Experience in Market Research desirable.

Who We Are:

Organon delivers ingenious health solutions that enable people to live their best lives. We are a $6.5 billion global healthcare company focused on making a world of difference for women, their families and the communities they care for. We have an important portfolio and are growing it by investing in the unmet needs of Women's Health, expanding access to leading biosimilars and touching lives with a diverse and trusted portfolio of health solutions. Our Vision is clear: A better and healthier every day for every woman.

As an equal opportunity employer, we welcome applications from candidates with a diverse background. We are committed to creating an inclusive environment for all our applicants.

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